At present, the status quo of this industry in China is really so prosperous. The monks have been in this industry for more than ten years, from abroad to the country, from foreign companies to private enterprises, from the grassroots to management, from industry to education, feeling a lot; feelings If you want more, you want to write it out. You don't have emotions, don't attack, don't play angry youth, just talk about the facts.
First of all, there is no doubt that this industry has a future and a way of money. It is the only way for industrial development and has great potential. But.....
Everyone knows that the ultimate goal of the company is to make money. Enterprises that do not make money for the purpose are all equipped with X. Mr. Ma Yun once said that it is immoral for companies not to make money. (Look at how many people speak!) But how can you make money!
In fact, it is simple, one is the market. The second is the product. The third is the price. The fourth is the delivery period. The fifth is service.
Friends in this industry must first position themselves. Automation is not essential in nature, because human capabilities are too great, and automation can do almost human resources. In the past, when the aircraft was not automated, the aircraft could still fly, rockets. Still can be lifted off. Then why should the market need automation, because it can improve efficiency and save costs.
In other words, automation can help companies make money. So if companies and friends in the automation industry want to make money in this market, the first thing is how much our automation can help customers earn back. Labor saving, efficiency improvement, and quality improvement are all ways to help customers make money.
In recent years, there has been an increase in the number of companies that have raised their automation needs. I call it a fall in love. But on the other hand, the pace of enterprise automation is much slower than we think, I call it marriage. The status quo of the market is that there are fewer marriages that fall in love. Even if you are married, you are married after marathon love. What's more, when you fall in love, you are very incomparable when you break up.
In the enterprise to carry out automation, enterprises need to have a vision and a force, because automation investment usually takes about two years to recover costs. In this regard, the concepts of automobile, IT electronics, home appliance industry and foreign-funded enterprises are more advanced. In their concept, Factory equipment and automation (intelligence) are inseparable. Automation is introduced at the beginning of the construction of the plant or when new equipment is purchased, so these customers are the main force in the automation industry.
I met some foreign-funded customers. They absolutely forbid the manual operation of processing equipment. For example, if the robot fails in the molding industry, they would rather stop the machine and not manually remove the material from the molding machine; for example, CNC numerical control equipment. The supporting automation, Japanese and European and American departments require robots or robots to load and unload, because it involves personal safety and consistency of product processing. There are also some small and medium-sized enterprises that have put forward the need for automation due to the pressure of recruitment or policy support, but most of them are cautious. These enterprises are potential customers of automation, but it will take time.
Just as marriage is a matter for two people, the same is true for the automation industry. To successfully introduce automation, both the supplier and the demander need to be proactive in order to succeed.
As for how the market develops, you can only rely on yourself to work hard, and no one can give you the correct answer. I went to participate in a training for business growth a few days ago. The teacher of the training is very eloquent, so that everyone can find their own bottlenecks. As a result, most enterprises feel that their bottlenecks are insufficient when the market is underdeveloped. The teacher said that it is very good. Everyone finds their own short board. Next, everyone has to come up with their own methods for the short board. Honestly, I am a little dizzy after listening to it! Can not blame the teacher, because his training is to take care of all businesses. Automation is a very broad concept. When we develop the market, we must be accurate, targeted, and discard. We must be careful beyond our capabilities and business scope. Any project must take up the engineer's manpower, and we must invest a limited amount of manpower into the right project.
I also often meet some friends from my peers to sell products to me. Sometimes I ask them to tell me that I can do it without thinking, I can only do it. Marketing engineers want to sell their products, the mood can be understood, but the real marketing must be to fully understand the customer's needs and then discuss the functions, processes and even difficulties. If you only say one thing you can do all the time, you can't have a pleasant discussion.
To reiterate, the market in the automation industry must be prosperous and must be generated by the active interaction of customers and suppliers. The customer is God, this is right! Customers are always right, this is not reasonable, at least in this industry is debatable.
Then talk about the product. The range of products in the automation industry is very broad. I think it can be divided into several categories: functional components (such as electrical components, pneumatic components, sensors, mechanical parts, etc.); standard functional devices (such as robots, robots, conveyor belts, etc.); Fixtures (such as fixtures for supporting equipment and robots); non-standard equipment and non-standard production lines (the most difficult, swearing is this industry); factory overall solution class. . .
It is inevitable to mention the advantages and core competitiveness of the products. Just as the director interviews the actor, you must ask what you have to do (in fact, what is a unique skill, I think that a man can give birth to a child is a unique skill!). Regardless of the products in other areas, I will talk about non-standard equipment and non-standard production lines.
For non-standard automation products, the customer's demand is very simple, that is, to drive a pig out to get a bunch of qualified sausages, it is simple, it is very difficult! A variety of sad, please see the circle of friends. I once had an expert telling me that the robots in your production line are used by others, the sensors are used by others, the controllers are used by others, and you have a core competitiveness of wool! More than ten years of work experience has created my strong heart, wool yarn, wool can also weave sweaters, hehe.
Non-standard automation belongs to application products, which will be applied to various mature products, which is not fake! I personally think this is related to the qualitative nature of the company. If you are developing products, you can consider the key technologies of differentiation. If you are doing application technology, the market does not allow you or need to develop the technology already in the world. The monks have followed a Japanese expert for a lot of basic research and development, from guide rails, reducers, vision to control systems. All the fields of the automation industry, so the products of this person in the field can almost say one or two, but the result is a failure, because professional things must be handed over to professional people. The failure of history can no longer let future generations repeat the same.
Then some people will ask, is there no unique skill in non-standard automation? I am sure to tell you, there are! ! !
Non-standard automation is a equipment or production line customized to meet the customer's production process. The key technology is “reasonable, stable and efficient complete solution solutionâ€. This is the same as some of the mathematical concepts we have studied before, and can only be described as undefined. Or it can be experienced by the customer.
To be able to achieve results, the following factors are required: = 1 \* GB3 1 users who are familiar with the process technology and can make suggestions; = 2 \* GB3 2 Experienced project plan engineers = 3 \* GB3 3 Electrical software engineer who is familiar with the control principle = 4 \* GB3 4 Process engineer with craftsmanship. After all, the key point is people. Look at whether an automation business is excellent, whether it makes money, and evaluate these four factors. Some people may say that you are not nonsense, everyone knows! But looking at the companies around you, only excellent companies can really value outstanding talents and gather outstanding talents.
Everyone thinks that the profit of non-standard products is relatively high, but it is not. The composition of the price generally consists of the following: standard part price + production part price + design commissioning fee + freight + profit.
Almost all of this content is transparent. It may be that the first two items are generally pegged. The price is much higher than the purchase price.
In fact, some invisible costs may be overlooked. The first is the labor fee. Before the non-standard purchase contract is concluded, the two parties will go through several rounds of discussions. The production of the plan will actually take up a lot of time for the engineer. The enterprise is to pay the engineer. And the salary of the engineer is the highest in the enterprise; secondly, it is difficult for the non-standard equipment to be perfect once, and subsequent adjustments and rectifications will occur.
Then the problem comes, and the whole will cost out. The cost of this part belongs to the supplier’s obligation. The buyer rarely pays for it;
Then there is the after-sales service fee. The after-sales debugging of non-standard items is much longer than that of the standard machine, and it will last for quite some time. The cost incurred can not be ignored.
The last point is that the general non-standard customers will have the inspection and payment, and the return of funds is also very hard. The most sad reminder, regardless of your profit and loss, the government adults are going to collect taxes.
I say this, I believe that my friends in the same industry will share the same feeling. Sometimes a project is done, the finance minister may ask you to drink coffee, because the cost accounting is a loss. Therefore, it is very difficult to make money for the first non-standard one. Sometimes we will comfort ourselves and hope that the customer can have the need to copy it. The final development direction of non-standards must be to find relatively standard products, do what they are good at, and the peers who are eyebrows and beards are pleased to take the lead and return to the shore.
When I talked about this topic, I was actually resisting it because I was a little bit worried about it, and it was a bit inconsistent with my elegant temperament. In the past when foreign-funded enterprises, the company's slogan is: quality and delivery is the life of the enterprise!
I agree with this because this delivery period is not a delivery period. Delivery time refers to the time of delivery, and the delivery time must be established within a reasonable range. The situation that the monks now encounter is that no matter what delivery time I set, it is considered that the delivery time is too long. A production line with a large scale, the delivery period of the European system is generally about 8 months (the European grandfathers are determined not to work overtime), the Japanese is generally around 6 months, I reply to the three-month delivery almost all People think that it is too long.
Cao Xueqin will definitely not think that it is inefficient today. It takes ten years to write a book. Sometimes we will try our best to shorten our delivery time in order to get this order. The result is that the design cycle is too short and the long-term modification is caused. Non-standard delivery dates are generally determined by the following links:
Almost none of these links can be saved. Although the company's response speed and the ability level of engineers will affect the delivery date, we can roughly understand that it is from the beginning of the project to the BOM one month, the assembly of the parts for one month, and the installation and commissioning for one month. Some time can be compressed, but some parts of the time is best not to compress, such as program design and debugging, because these two are creative work, the more time is more perfect.
Therefore, if the company wants to implement automation projects, it is best to reserve a period of about half a year, which also includes the time of business and process. This time requirement is reasonable, and a reasonable delivery time for the manufacturer will have a multiplier effect. Some people may say that the delivery time of a certain company is not as long as you said. It may be that someone else has worked overtime to get out of the way, and occasionally it is OK. If it is estimated in the long run, the engineer will consider running. Therefore, we cannot treat special circumstances as normal.
I sincerely appeal that we should not use the short delivery period as an important indicator for measuring the non-standard automation strength!
This is particularly important. Taiwan has proposed the concept of manufacturing services. Non-standard services include pre-sales and after-sales services. Of course, these are spent on money, and the children are not allowed to cover the wolves. Many users and vendors break down often because of the quality of the product, but because they are not satisfied with the service. Many of our non-standard industry after-sales are directly carried out by engineers, and the cycle is relatively long, so our requirements for engineers must have good moral training in addition to excellent technology. Engineers who can sneak in this industry to pay tribute to you, everyone will become the pillar of Chinese manufacturing.
Manufacturing is the foundation of a strong country. The automation and intelligent network informationization is a development trend. We must recognize the direction and combine the reality. Professor Liu Qiang of Beihang University has said a very classic "three no-principles".
First, don't do automation without a mature process. This is a problem solved by Industry 2.0.
Second, don't do informationization when the management department is mature. This is a problem solved by Industry 3.0.
Third, don't be smart when you don't have the foundation of networking and digitization. This is the problem solved by Industry 4.0.
The monks did not know the professor, but the "three do not principle" summarized by the professor made me feel the same when I first saw it. In other words, it is to be realistic. Non-standard is to customize the most suitable equipment for the enterprise. Sometimes a bicycle is more practical than an airplane.
I sometimes go to some training or visit. Everyone likes to talk about German technology and equipment. How is Japan? One example is the 30 years of Siemens Amberg factory is a pioneer exploration, Siemens Chengdu factory The three years are based on 30 years of experience and technical accumulation at the Amberg factory. Along the construction footprint of the benchmark factory, we will find that it is impossible to achieve this level at a glance. It is necessary to scientifically plan on the basis of best practice, step by step, down-to-earth, and abandon impetuousness.
PET Circuit Layer Membrane Switch
CIXI MEMBRANE SWITCH FACTORY , https://www.cnjunma.com